Deal Desk & Incentive Compensation Lead
Basis Ai · New York Office
About this role
## About Basis Basis builds real agents that do real work in the real economy. Our agents operate for hours at a time, performing end-to-end work for some of the largest accounting firms in the world. We recently raised $100M at >$1B valuation and are racing to deploy the most advanced applied ML at production scale. ## About the Role We’re looking for a **Deal Desk and Incentive Compensation Lead** at Basis. You’ll be the go-to partner for our Sales and Post Sales teams on **deal structure, approvals, and incentive compensation**. You’ll also build, implement, and run the systems and AI automation that enable scale as deal volume and the GTM team grow. ## What You’ll Be Doing - **Be the deal partner for GTM:** Answer deal questions on pricing, packaging, discounts, multi-year and ramped deals, upsells, and renewals. Help teams structure complex and non-standard deals before they reach the customer. - **Run the Deal Desk:** Maintain the approval matrix and discount guidelines with GTM and Finance. Own pre-send commercial validation (order form math, pricing vs. standards, required approvals). Build automated checks for standard deals and review non-standard deals. Route exceptions to the right approvers. - **Own CPQ and deal automation:** Own business requirements and day-to-day configuration of CPQ and pricing calculator (product catalog, price books, quote templates, approval rules). Build and test AI/workflow automation for order form validation, approval routing, and contract term extraction—with clear exception handling and human review for judgment-based decisions. - **Run incentive compensation:** Lead compensation operations and administration. Translate approved plans and quotas into plan documents. Calculate and reconcile payouts each period, investigate disputes, and maintain an audit trail of adjustments. Partner with Finance and leadership for final approval of plan changes, crediting exceptions, and payouts. - **Bring comp into a system:** Evaluate and implement (or build) a compensation tool with Finance and systems partners. Provide reps and managers timely visibility into attainment, estimated earnings, and payout status. - **Partner with Finance:** Main RevOps contact for Finance on contract terms, bookings, billing, revenue recognition inputs, commission calculations, and payroll handoff. ## What You’ll Bring - **5+ years** in Deal Desk, Sales Operations, Revenue Operations, or Sales Compensation at a growing **B2B SaaS** company, with hands-on ownership of deal desk and comp administration. - Strong **Salesforce and CPQ** skills, including hands-on configuration of price books, quote templates, and approval workflows. - Experience calculating and reconciling sales compensation payouts, applying crediting rules, and resolving discrepancies with Finance. - **High agency, low ego:** you build systems instead of adding manual work, and you drive changes across the org. ## What We’d Love to See - Experience building a Deal Desk or compensation function from scratch at a **Series A–C** company. - Experience building or implementing a compensation management tool. - Experience with **tiered or volume-based pricing models**. ## Success in Your First Six Months - **Fast, clean deals:** Document approval process; establish baselines for response time, deal turnaround, and rework. Improve turnaround while maintaining accurate order forms and required approvals. - **Trusted deal partner:** AEs/CSMs bring you into complex de
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